Stop Paying the Demo Tax: How AI Is Transforming Presales with Justin McDonald

The State of Presales and Demo Technologies, and What's Coming in 2026 In this episode, Jack Cochran and Matthew James are joined by Justin McDonald, Co-founder and CEO of Saleo, to discuss how demo automation technology is transforming the presales landscape. They explore the evolution of presales over the past 20 years, the hidden costs of demo preparation (the "demo tax"), and how AI is revolutionizing how solutions engineers create and personalize demonstrations. Justin shares insights on building relational capital, the importance of in-person meetings, and why the future of presales lies in leveraging technology to spend more quality time with buyers. Thank you to Saleo for sponsoring this episode! Visit Saleo.io to learn more.

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Stop Paying the Demo Tax: How AI Is Transforming Presales with Justin McDonald is an episode from PreSales Podcast by PreSales Collective by Jack Cochran.

This episode is 31:11 long.

This episode was published on Dec 16, 2025.

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